Sales Skills

To help customers solve problems and achieve desired outcomes by matching their needs with your offering.

A potential customer who fits your ideal customer profile and may have a need for your product or service.

A contact or organization that has shown some level of interest but has not yet been qualified as a serious opportunity.

A lead is an unqualified contact; a prospect has been qualified as a good fit with potential need, budget, and authority.

An organized, visual representation of all active opportunities and their stages in the sales process.

A model that illustrates how a large number of leads narrows down to a smaller number of customers through each sales stage.

To understand the prospect’s situation, challenges, goals, and decision process to determine fit.

Business-to-Business.

Business-to-Consumer.

Proactively reaching out to potential customers (e.g., cold calls, cold emails, social selling) rather than waiting for inbound inquiries.

Responding to and nurturing leads who have reached out or shown interest through marketing channels.

A detailed description of the type of company or person that is the best fit for your product or service.